Focusing on High-Value Activities for Sales Success

In this chapter, they discuss the importance of focusing on high-value activities for sales success. They emphasize that sales are about results and that salespeople should spend the majority of their time on the three sales verbs: create, advance, and close. They also advise against looking for shortcuts or sales hacks on LinkedIn, as the fundamentals and traditional prospecting methods still work well. They highlight the negative impact of overusing LinkedIn messages and encourage salespeople to pick up the phone instead. Lastly, they stress the mindset shift needed to view yourself as a value creator, problem solver, and trusted advisor when pursuing prospects.